Manager | Client Engagement

Job Description

Job Description

Job Type: Full-time, Exempt position based in the Sacramento area. 

The Manager |Client Engagement will generate leads, qualify potential customers and convince clients to buy furniture and services. Responsible for sales volume, margin percent and new business goals on a monthly, quarterly and yearly basis.

The Manager |Client Engagement will focus on these key areas on a day-to-day basis:

Lead Generation

• Network extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA)

• Research for leads through business journals, newspapers, industry periodicals and publications, internet, etc.

• Cold call potential clients in person or by telephone, or combination

• Participate in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership

Selling

• Qualify leads into potential customers; thorough needs analysis to understand client’s requirements for furniture products and services

• Make persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means

• Develop detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and present these to the customer 

• Work with service departments to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management)

• Provide accounting department with timely information for necessary credit checks 

Sale Implementation

• Responsible for setting up the sale to be efficiently managed and administered by the dealership, dealership operations and business personnel

• Accept responsibility for the accuracy of specifications when entering orders, and review specifications for errors when done by others (design, for instance); provide complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system

• Ensure a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required

• Stay involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved, and that both customer and dealership are satisfy

Customer/Account Interfaces

• Responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.

• Provide frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction

• Conduct a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors

• Ensure the customer gets frequent and regular reports on order status, project progress and overall customer activity status

• Assist accounting in resolving any late receivables or customer credit issues

Goals and Performance 

• Meet monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager

• Provide timely reports on sales forecasts and new leads as required

• Participate in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attend training 

Contract Furniture Management 

• Knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.

• Good understanding of contract furniture management at dealer level—account servicing, project management, order preparation, order management, factory interface, delivery & installation— including sale’s role in those processes and procedures

• Function as customer advocate for internal order fulfillment performance and service products

• Knowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends

Other Qualifications:

• Excellent verbal, written, listening and presentation skills

• Strong negotiation skills to close business and manage relationships

• Strategic and analytical thinker capable of driving sales results and market share improvement in a value based selling environment 

• Quickly learn and embrace Company Values and demonstrate through daily behaviors/actions

Preferred Qualifications: 

• Sales experience working for a contract office furniture dealer or manufacturer